Sales 4.0

The Performance Journey of the Sales Professional in This Book

Sales 4.0 will guide you on your journey to success and will put all the resources necessary for change at your disposal.
On this path to mastery, each door will make you stronger as you pass through four separate doors. With real-life, concrete and practical examples, this journey of discovery will turn into a journey of experience for you.
And most importantly, by questioning your reason for existence; It will allow you to discover “what”, “how” and “why” you do.
Be different! Make a Difference...

CHAPTER 1: Four Doors to Mastery in Sales

FIRST DOOR / Discover the Mysterious World of Sales
Age of Kings & Queens
Changing Paradigms, Changing World and Their Effects on Sales Strategies
Advertising Bombardment
Today's Consumer
Why Do We Buy?
DOOR TWO / Self-Discovery of the Sales Professional
Paradigm, Values & Goals
Find Why
What Are Your Motivation Sources?
Positive Perspective
Confidence
Individual Power Analysis
Discovery of Blind Spots
Who are you?
DOOR THIRD / Discover Your Customer
Secrets of Purchasing and Decision Making
Ask, Listen and Give Feedback
Behavior Models
Buying Trends of Profiles
Product or Service Lifecycle and Profile Behaviors
GATE FOUR / Discover the Power to Captivate the World and Your Customer
Are you pushing? Are you shooting?
The first impression
Become a Master Communicator
Deliver Value and Benefit
Appeal to the Old Brain
Experience it
Get Confidence – Give Confidence
networking
Touch Emotions
Selling to IDs
Become a Problem Solver
Character Acting in Sales
Storytelling and Adding Meaning in Sales

SECTION 2 / SAS Sales and Persuasion Model & Roadmap
SIR
UNDERSTAND
SUN